banner image

Job Search

Business Development Manager

This job has been filled.

£45000 - £55000 per annum + Bonus + Car allowance
South East
ROC Executive
Perm
21-06-2021 11:24 AM
Francesca Greaves
Nigel 100/66
REPORTING TO:Senior Business Development Manager

LOCATION:Nearest company facility / offices or home based with travel


The Company
The client owns and operate market leading food recycling anaerobic digestion facilities across the UK processing over 500,000 tonnes of organic household and commercial wastes.

Brief description of your role
The need for a well-managed, performing business development function within the company is of heightened importance given the impending requirements of the Environment Bill that will oblige all English Local Authorities to collect food waste separately.


Major responsibilities
*Successfully contribute to the growth strategy and delivery of targets to increase revenue, market share and customer loyalty through effective and professional business development, bid and sales execution.

*Work collaboratively with colleagues in Commercial, Operations to identify, shape, qualify, execute, close and transition new business wins from new and existing contract relationships to deliver quarterly, annual financial and profitable growth targets.
*Own new bids and opportunities; responsible for qualifying and delivering new business growth in accordance with business plan.
*Support contract negotiation, contract management and pricing within the bid and transition process, and optimising revenues and profits, working with colleagues in the Commercial & Legal teams.
*Develop value propositions and new capabilities for the business in accordance with the overarching strategy including the business case for investment in new capabilities.
*Be an ambassador of the business development models, tools and processes; ensuring plans, knowledge, resource requirements and risks are shared and managed collaboratively.

Role Summary
Strategy & Plans
*Work with the Senior Business Development Manager (SBDM) and Public Sector Lead (PSL) to identify and prioritise opportunities that fit with prevailing business growth strategy to achieve profitable growth.
*Drive the progression of capture plans and linkage to the CRM to ensure consistency of approach and opportunity closure.
*Drive capture management activities to win competitive procurements, large and small, through deal-shaping and influence, developing differentiated solutions, and competitive pricing.
*Mentor, develop and challenge Commercial, Financial and Operations teams to convert opportunities.
Growth & Financials
*Work closely with and to the SBDM and PSL to shape the market, gain early market intelligence, set and deliver market development plans to ensure capabilities and services remain at the leading edge.
*Support the development of and manage a long-term and sustainable pipeline to ensure the business growth targets are achieved in support of the strategic growth plan.
*Win tenders from new and existing customers and markets, in line with the agreed strategy.
*Enhance competitive analysis for proposal pricing to support an approach to new business opportunities that will enable the application of strategic decisions based on the level of price pressure in the market.

*Support evaluation of opportunities and ensure bids are designed to win and executed to a high standard and resourced appropriately and resources are fully optimised.

*Work closely with Financial and Operational Teams to generate and manipulate relevant financial information and financial models for proposals and tenders.
Customers & Markets
*Maintain knowledge of the marketplace, customer trends and issues and associated solutions to facilitate the development of strategic opportunities and increase advantage over competitors.
*Maintain up-to-date knowledge of the industry landscape including technological solutions, service offerings and delivery capabilities to facilitate high performing partnerships offering innovative solutions.
*Build extensive knowledge of competitors and their strategies in own and related markets.
*Represent the company in industry forums, soft market tests, policy initiatives and other external processes, to increase positive brand awareness of the company.
*Initiate contact with prospective decision makers by cold calling, meeting and qualification, and ensuring pipeline is up to date and sufficient to achieve feedstock volume targets.

*Hosting customer visits and tours of the company's operating plants to promote the company.
*Assist in PR and marketing activities where required.
Organisation & People

*Continue Personal Development and keep up to date with relevant legislation.

Key performance measures
*Punctuality: Procurement deadlines met
*Efficiency: Multiple tenders and proposals to be managed at any one time.
*Quality: Bid conversion rate (target 3:1) and continually improving evaluation quality and price scores
*Waste Secured: AD plants and compost facilities operating at full capacity.

Competencies for success

Essential Qualifications
*Graduate calibre, professionally qualified and background in business development.

Essential technical and professional skills and knowledge
*Experience in business development with demonstrated growth success with associated ability to identify and deliver competitive and performant solutions.
*Demonstrable track record in sales execution in Local Authority procurement- individually led and closed deals in excess of £500k p.a.
*Demonstrate exceptional communication skills to include interpersonal, written, staff level and executive level business briefings.
*Excellent analytical skills with ability to assimilate information quickly and communicate key messages simply and effectively to the business to aid decision making.
*Excellent commercial judgment and financial literacy.
*Ability to work collaboratively internally and externally and influence effective outcomes.
*Good understanding of Local Authority procurement, waste and environmental services, contract management and service delivery.
*Proven negotiation and influencing skills.
*Proven success at developing and leading cross functional relationships, internally and externally.
*Direct responsibility for implementing governance on all tenders and proposals


Can't find the role you're looking for, then register here?

Complete this form & attach your CV. Please note for your privacy this website stores no data from this form.

(Permitted file size is 5Mb and file types are: doc, docx, txt. No PDF files please)

Attach CV*